Job Purpose

The Commercial Manager is responsible for achieving sales target, driving sales growth, profitability, and customer satisfaction by developing and implementing commercial strategies for the duty-free business. The role oversees merchandising, procurement, supplier relationships, inventory optimization, promotions, and sales performance while ensuring compliance with customs, aviation, and regulatory requirements.

Duty Station

Duty Free Shop (Airport)

Key Responsibilities

1. Commercial Strategy

v  Develop and execute commercial strategies aligned with the company's business objectives.

v  Identify opportunities to increase sales, market share, and profitability.

v  Analyze market trends, customer preferences, and competitor activities.

v  Develop annual commercial plans, sales forecasts, and budgets.

2. Sales Management

v  Monitor daily, weekly, and monthly sales performance.

v  Set sales targets and KPIs for retail teams.

v  Develop strategy and key initiatives to maximize sales.

v  Recommend product mix improvements based on sales analysis.

3. Merchandising

v  Plan product assortment across all categories.

v  Ensure attractive product displays and visual merchandising standards.

v  Manage promotional campaigns and seasonal displays.

v  Optimize shelf space for maximum sales performance.

4. Supply Management

v  Negotiate pricing, rebates, promotional support, and payment terms.

v  Build and maintain strong supplier relationships.

v  Evaluate supplier performance regularly.

5. Inventory Management

v  Ensure optimum inventory levels while minimizing stock shortages and overstock.

v  Monitor stock turnover and aging inventory.

v  Coordinate regular stock counts and reconciliations.

v  Reduce inventory losses through effective controls.

6. Pricing & Profitability

v  Develop competitive pricing strategies.

v  Monitor gross profit margins by product category.

v  Analyze profitability and recommend corrective actions.

v  Ensure pricing complies with duty-free regulations.

7. Customer Experience

v  Develop initiatives to improve customer satisfaction.

v  Monitor customer feedback and implement improvements.

v  Ensure premium shopping experiences for travelers.

v  Support loyalty and promotional programs.

8. Financial Management

v  Prepare commercial budgets and forecasts.

v  Monitor revenue, gross margin, and operating expenses.

v  Analyze commercial performance reports.

v  Recommend cost-saving initiatives.

9. Compliance & Risk Management

v  Ensure compliance with customs, aviation, tax-free trade, and regulatory requirements.

v  Maintain proper documentation for imported duty-free goods.

v  Ensure internal controls are followed.

v  Minimize commercial risks and losses.

10. Team Leadership

v  Lead and mentor commercial and merchandising teams.

v  Conduct performance reviews and coaching sessions.

v  Identify training needs.

v  Promote a high-performance culture.

11. Reporting

v  Prepare weekly and monthly commercial reports.

v  Present sales, inventory, and profitability analyses to management.

v  Develop dashboards for commercial KPIs.

v  Recommend strategic improvements based on data.